The First 7 Days!
Once or twice a year, we run a little test to see who's doing what in follow up.
We set up a "mystery identity" and go into 100 websites and ask for MarketWatch or Home Loan Reports.
We leave what would appear to be a GREAT lead. We check the "yes!" box, we leave our name, email and phone number. We ask for the second highest price range...and press submit.
Then we wait.
It's amazing to see what happens. Without fail, the people who are most successful are the ones we hear from first. Often within the first hour.
We hear from more in the first 24 - 48 hours.
Then it starts to slow down.
Many times we don't get ANY sort of attempt at a follow up. Most of the time we get at least some kind of attempt, but very rarely do we get all 7 steps in the connection process.
I will tell you this though, the people who DO follow through all the way to the 7th step are MUCH more successful in connecting with prospects, identifying 5-Star Prospects and ultimately in closed transactions.
Follow through counts.
By step 7...the 5-Star prospects will be impressed.
You WILL connect with and identify MORE 5-Star prospects by using ALL 7 steps, and not giving up.
What would it take to make sure you can complete all 7 steps?
Do you have a good lead management system?
Do you have a rubber stamp or labels for when you print off your leads, so you know what step you're on?
Really focusing on the first seven days will pay off in a big way.
Don't give up.
Follow through is a WoW!